Solution selling & value selling training in consultative way

“We engaged LSA Global to help improve the value selling competencies of our sales channel partners. While much still has to be accomplished in terms of sales performance coaching and creating a high performance sales culture, I am delighted by how much of the customized solution selling training is being consistently used and the impact that it is having in the field.”
John Biondo | Americas Channel Relations | Trimble Navigation

“We turned to LSA Global’s solution selling training program to help us take our executive and solution selling skills to the next level. Their ability to formally assess our situation, identify key sales skill gaps, develop a plan to measure the results, and fully implement a key sales initiative – has been outstanding.

LSA delivers the full solution; not just sales training. I recommend them to any organization looking to transform its sales force the “right way” to sell smarter, higher and wider.”
Daniel Heckman | Director of Enterprise Sales | Avid Technology

B2B sales is not what it used to be. Salespeople are facing more decision makers who are better informed and have higher expectations. As a result, sellers must change the way they sell. Sadly, recent Accenture research found that 73% of sales forces are pushing solutions without first understanding or addressing their customers’ key problems.

Are revenue, pricing, and competitor pressures increasing?
Would you like to move up the value chain by selling solutions instead of products?
Has the complexity of your offering changed?
Is it important to drive larger deal sizes?
Would you like to add more value for your customers during the sales process?
Are your sales cycles too long?
Are your sales people working too hard and chasing too many “bad” deals?

Description:
Solution selling training teaches you the concepts and methods to build long-term and win-win relationships with clients while, at the same time, you are able to achieve bold revenue and margin goals. This proven solution selling training helps you to:

Call higher
Clearly differentiate yourself based on value
Act in a more consultative way
Align with your customer’s buying process and business goals
Qualify more effectively
Guide buying decisions
Present compelling solutions
Manage resistance
Close the sale

You will learn how to accomplish all of this while effectively building trust and a valued, long-term client relationship.

The intensive consultative selling training workshop allows each participant to view a current sales opportunity through the lens of the customer’s decision making process and to practice the proven skills and techniques necessary to succeed.

The interactive design includes skill application, group exercises, role plays, case studies, video-based instruction, solution selling best practice modeling, sales planning, and sales coaching. To ensure the Transfer of Training™, the proven four step consultative selling training process includes:

Assess
A proven solution selling skills assessment or sales leadership simulation assessment to take a baseline measurement of the areas of strength and weakness against best practice consultative and solution selling attributes.
Design and Deliver
A customized solution selling training workshop focusing on the most impactful areas to your sales force and your business.
Implement and Support
A 12-Week Field Application Process and sales reinforcement system to ensure the transfer of training that is supported by a proven sales performance coaching methodology and individual sales development plans.
Measure and Continuously Improve
A statistically valid sales measurement of the individual and business results.

After this process, salespeople become powerful assets to their sales teams and to their customers through their selling approach and the value of the solutions they bring.

Outcomes and Benefits:
As a result of effectively implementing the solution selling training, sales teams typically achieve:

An increased number of qualified sales opportunities
Shorter sales cycles
Increased revenue, win-rate, and volume
Greater insight and influence throughout the decision making process
Stronger customer relationships based on selling value and solutions, not price

To facilitate implementation and reinforcement, solution selling training is supported by a full set of solution selling tools, job aids, a structured 12-week follow-up methodology, mastery sessions, and sales training measurement options to assess business results.

Target Audience:
Sales and sales management that need to sell solutions and sell value to clients instead of selling transactions, features, and benefits.

To speak with an LSA Expert and learn about consultative selling training program customization and delivery options onsite at your company, please contact us.

Related Information

The sales strategy and goal setting session was right on target. It was a very valuable process that I highly recommend to any sales team looking to increase performance.

Thank you LSA Global!

Phil Rosenberg
Senior Vice President of Sales

We turned to LSA Global to help us take our executive selling and solution selling skills to the next level.

Their ability to formally assess our sales situation, identify key sales skill gaps, develop a plan to measure the results, and fully implement a key sales initiative has been outstanding.

LSA delivers the full solution; not just sales training. I recommend them to any organization looking to transform its sales force the “right way” to sell higher and wider.

Daniel Heckman
Director of Sales-Enterprise Accounts

We partnered with LSA to help custom design, deliver, and measure an advanced new employee on-boarding process. It was well thought out and bought into by sales leadership. The combination of targeted sales tools, technology, coaching, performance plans, training, and reinforcement made all the difference. The solution quantifiably improved new employee and hiring manager satisfaction and increased the speed to sales quota for new hires.

I would highly recommend LSA Global for any sales enablement team looking to increase the engagement and speed to productivity of their sales force. We are excited to implement the program globally as we continue to scale.

Rochana Golani
Director, Global Sales & Technical Field Enablement

LSA was instrumental in making our worldwide sales meeting a success. They saved me a ton of time with ‘best in class’ solutions to meet our business objectives. Whenever I’m in a pinch, I can count on LSA’s dynamic team of sales trainers and consultants to really go the extra mile.

They truly understand the meaning of customer delight. Thank you!

Amy Walker
Manager

We recently hired LSA Global to help take our sales team to the next level. Specifically we focused on targeting the ideal client, differentiating our solutions, getting more qualified leads, and closing a higher percentage of our pipeline through a proven referral selling methodology.

So far, the results from the business sales training have been great. We were pleasantly surprised with the results-oriented approach and thoughtful follow-through plan to ensure that the new sales practices “stick.”

We look forward to a long-term relationship, and I would recommend LSA to anyone looking to increase the effectiveness of their sales force.

Patrick Arnold
President

LSA is a great and high quality training and consulting resource. In less than a week turnaround time, they were able to design and deliver a ‘best in class’ inside sales solution to meet my team’s unique needs.

They definitely met my high expectations and were very responsive to my specific objectives. Thank you!

Olivia Flach
Americas Retail Sales

We originally engaged with LSA Global to help our subcontract administrators and buyers develop better negotiations skills. As manufacturers of satellites, we have many sole source companies to procure the required parts.

Our teams must be able to interact effectively with international companies. This environment uniquely challenges our team in their ability to create equitable contracts, while preserving and strengthening our supplier relationships.

LSA Global not only provided our team with the skills to negotiate effectively and consistently, but we further expanded our relationship to include consulting around our negotiations’ process, measurement of our negotiations, and one-on-one coaching for our team members. We are very pleased with the result of our partnership with LSA Global.

Vivian Mackintosh
Vice President of Materiel

LSA is an excellent sales and leadership outsource partner! They listen to our needs, are responsive, and work at a pace that keeps up with our rapid speed.

We have found LSA to bring strategic, innovative, and practical solutions to meet our business priorities by partnering effectively with our key staff. I consider them to be an important external extension of our team.

Thank you!

Wendy Chinn
Sr. Director, Global Sales Enablement

In an effort to establish a solid foundation of consultative selling skills for our client-facing teams that can be built on over time, we engaged with LSA Global. By understanding our business and our markets, LSA Global was able to design and deliver the relevant sales skills, tools, and processes that have established the foundation for our future success.

We are extremely satisfied with our decision to work with LSA. Thank you!.”

Kevin Wiley
Chief Operating Officer

Originally, we launched a RFP to partner with a sales training provider to improve the sales skills of our global distributor network.

LSA Global challenged our thinking by suggesting we focus on the systemic sales strategy, culture, and talent factors that create sales success before we invested in the more symptomatic needs of sales skills and knowledge.

LSA Global identified the critical strategic actions to improve overall sales performance and then designed and delivered world class business sales training across the globe to help increase revenue and margin.

I’m so happy we took a more strategic approach to sales performance with LSA. Thank you for making this fit our culture.

Kim Benson
Director Human Resources

What a refreshing change from the half-baked psycho-babble you normally get from training and consulting organizations. LSA gives you the practical and results-oriented assistance you need to define and reach your goals.

Their leadership, management, and sales expertise has been invaluable. They think strategically and provide a results driven plan – not just a temporary fix.

They are great to work with, and even more importantly, they “get it!”

David Fiano
Director of Merchandising

We selected LSA over a handful of other experts to assist with a key sales leadership imperative. LSA added value every step of the way throughout the entire engagement. Their customized approach to sales presentation training exceeded expectations, and we are excited about global implementation across our offices in more than 100 countries.

LSA’s unique Strategy-to-Results approach is an added game changer. I recommend them to anyone looking to get high quality results when it matters most.

Eric Mugele
Executive Director Global Learning

LSA Global rocks! Thank you for helping our executive team get aligned by creating a powerful and clear strategic direction and go to market sales growth plan that we could all fully commit to.

From a sales growth perspective, I am really energized about the outcome and grateful for what I have learned throughout the strategic clarity facilitation process.

Stacey Wong
VP Sales

LSA Global demonstrated excellent expertise in sales and sales leadership, spent the time required to make sure the objectives were clear, and showed flexibility in shaping and sustaining everything that they did.

They “MEDRADized” the session to meet our unique needs, looked beyond the obvious, and got the key points across in a way that made sense. Thank you!

Doug Stantial
North America Sales Training Manager

We recently hired LSA to help us take our client delivery methodology to the next level as we continue to grow and help our clients succeed.

The custom strategy and design session exceeded our expectations. They really understood our business and delivered within tight time frames. They were the best I have seen for this type of complex, visible, and strategic work.

LSA’s ability to get a group of 20+ executives from around the globe on the same page, push their thinking to new heights, and ensure an executable plan was excellent.

I would recommend LSA to anyone looking to take their strategy and strategic execution to the next level.

Rob Sturgeon
EVP Client Delivery